Business Development Manager

Description

Basic Purpose and Objective of the Position

The BDM will develop and execute effective short and long-term sales strategies to develop relationships and grow the business. This includes creating and managing a sales pipeline, tracking key activities on critical targeted growth opportunities, and managing and collaborating with other MIL BDMs and customer success teams. 

Major Responsibilities – reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:

• Execute commercial sales strategies      to produce results that meet or exceed quarterly and annual plans for      revenue and gross profit. Deploy short-      and long-term initiatives to cultivate sales using multiple methodologies’      (sales blitz, digital marketing campaigns, trade shows, etc.).  
• Discover, cultivate, and share      knowledge of new development programs and customer timelines. Provide      exemplary customer support to Tier, 1, 2 or 3 accounts with thorough and      incisive knowledge of the customers’ supply chain processes. Problem-solve with external and internal      sources to find mutually acceptable terms for delivery concerns. 
• Deploy excellent interpersonal, follow      up, and time management skills to work with a broad hierarchy of team      members at customer sites and internally so MIL becomes and remains our      customer’s first choice.
• Use a formal sales process to identify,      document and close sales in a timely manner. Assess and qualify decision makers      within the customer’s organization. Develop organized and professional presentations demonstrating      product knowledge and applicability to products and services to customer      needs and requirements. 
• Provide long-term and short-term      strategic planning data for sales forecasting and budgeting based on information      acquired through customer intimacy. Identify and capitalize on strategic      trends.
• Conduct on-going      market analysis by obtaining intelligence through multiple sources such      as, customers and trade focus groups. Develop and implement regional      strategies.

Requirements

 Qualifications Education, Experience & Certifications

• Bachelor’s degree in      an engineering, metallurgy or chemical discipline, or equivalent      combination of education and experience.
• Minimum of 7-10 years’ sales experience      growing revenue in a technical selling environment, closing targeted      customers and/or projects on time, achieving planned gross profit margins and      exceeding pipeline targets.

· Experience with the defense and aerospace program life cycle and decision gates and experience with highly technical products/services for the OEM and MRO market is also required. All BDMs will work to develop technical skills in Metal finishing.

Successful Essential Skills

• Ethical      practice and business alignment - adheres to MIL Mission, Strategy and Values      during rewarding and challenging times.  Adheres to policy, procedure, and the      law. 
• Communication      – ability to send a message clearly and succinctly in a variety of      communication settings and styles. Must      be able to interact and effectively communicate with individuals at all      levels of the organization. Can create open channels of communication,      adapt message to fit audience, express ideas clearly and concisely, keep      others well-informed, listen carefully to input and feedback. Well versed in delivering training programs.      
• Negotiation      skills – developing partnerships so both sides gain value.
• Managerial      courage - Willingness and ability to champion and enforce company      procedures, standards and policies when that may pose a perceived risk      professionally. Challenges the status      quo. Ability to maintain utmost      confidentiality in handling sensitive company and customer.
• Relationship      management – after reasonable exposure, can articulate the strengths and limitations      of people inside or outside the organization. Understands a person’s scope of responsibility      and decision-making authority. Invites      input from each person and shares ownership and visibility.
• Excellent      problem-solving skills. Uses rigorous logic and methods to solve problems      producing effective solutions to problem statements. Applies solutions so that both customer      and MIL win. 
• Excellent      time management skills: concentrating effort on priorities and overall      planning, awareness, and response to what is due now, short and long term.
• Strong      computing skills: i.e.CRM, Power Point, Excel.
• Ability      to initiate and complete multiple concurrent projects.
• High      level of business acumen: Understands policies, practices, technology,      trends and information and how those affect the business.

Successful Essential Behaviors

• Has      a heightened sense of urgency and works at a quick pace (high energy).      Pursues everything with energy, drive, and a need to resolve (close).
• Process      oriented: understands how to separate and combine tasking into efficient      work-flow and can see opportunities for synergy.
• Cooperative      with others and helpful to the rest of the team in getting work done.
• Upholds      values and strategy of the organization. Exhibits integrity as a person      and in their work. Maintains appropriate confidentiality of the company,      customers, and product and application specific details. Deals effectively with all races, nationalities,      cultures, disabilities, ages and genders. Supports equal and fair      treatment and opportunity for all.
• Actively      works to continuously improve his/her work skills and the skills and competency      of the Purchasing team.
• Has      a can do, will do attitude.

Work Environment and Physical Demands

• Overnight      travel more than 50% of time worked. Must also be able to physically drive in the car for long periods      of time while traveling to customer locations. 
• Works      in office environment but may take tours into customer production      facilities to gather information. Must be able to wear customer-required and MIL PPE (safety shoes      and safety glasses).
• 60%      sitting; 10% stooping and bending; and 30% standing or walking.
• Lift      and transport an average weight of 5 lbs., maximum 10 lbs.
• Manual      dexterity of both hands. Near      Visual Acuity (either corrected or uncorrected).
• Ability      to hear and understand others, articulate verbal direction and instruction,      give feedback to others and brainstorm with customers and engineers.
• Must      be eligible to work in ITAR environment.

Interactions: Regular contact and communications with all levels of the organization and customers to collect information, sell, plan, organize, or evaluate resources as necessary in the fulfillment of job duties. Supervision Provided:NoneHow This Position Contributes to the Effectiveness of the Quality Management SystemThe Business Development Manager is responsible for generating sales. Collecting the right information from the customer is the first step to processing parts correctly.